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Download full textYarrington-Young, Susan; Castleberry, Stephen B.; Coleman, Joshua T. – American Journal of Business Education, 2016
A comprehensive project for the Advanced Selling course that has been tested at three universities is introduced. After selecting an industry and a company, students engage in a complete industry analysis, a company sales analysis, a sales-specific SWOT analysis, complete a ride day with a salesperson in that firm, then present their findings in a…
Descriptors: Business Administration Education, Advanced Courses, Salesmanship, Sales Occupations
